jallynscott

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Make It Easy for Decision Makers to Approve Your Deal

Imagine you’ve been offered a way to purchase $1 lottery tickets for a penny each. How many would you buy? If you were operating based on rational self-interest one could argue that you would buy as many tickets as possible. How could you refuse an opportunity with so much upside and so little …

Employee Engagement Depends on What Happens Outside of the Office

Companies spend over $720 million each year on employee engagement, and that’s projected to rise to over $1.5 billion. And yet, employee engagement is at record lows — 13% according to perennial engagement survey leader Gallup. What’s wrong here? Perhaps human resources leaders are spending their …

Create Slides People Will Remember

<b>Nancy Duarte</b>, author of the <i>HBR Guide to Persuasive Presentations</i>, explains how to avoid PowerPoint hell. For examples of great and not-so-great slides, see Nancy’s blog post, Do Your Slides Pass the Glance Test?

Why Nordstrom’s Digital Strategy Works (and Yours Probably Doesn’t)

In a recent MIT CISR poll, 42% of our respondents said they expected to gain competitive advantage from social, mobile, analytics, cloud, and internet of things (SMACIT) technologies.<p>But guess what? That’s not going to happen. The most notable characteristic of those technologies is their …

What Top Sales Teams Have in Common, in 5 Charts

What separates high-performing sales organizations from average and underperforming sales organizations? In order to answer this question, I recently conducted an extensive 42-part survey with 786 sales professionals. Participants were asked to share their opinions on their sales organization and …

How to Craft an Agile Marketing Campaign

Meticulously designed marketing campaigns are a relic. As research on disruption and market transitions suggests, you’re better off these days if you can quickly identify and adapt to changes in your environment. Sure, you can anticipate multiple outcomes, with branching if-then plans and …

Companies with a Formal Sales Process Generate More Revenue

How well is your company managing its sales pipeline? Research conducted by Vantage Point Performance and the Sales Management Association revealed that 44% of executives think their organization is ineffective at managing theirs. (The survey included 62 B2B companies, 39% of which have revenue …